Why Can'T Sales Veterans Become Top Salesmen?

　　 Believe in thick and black, create problems instead of expanding pains.

　　 Thick black Science It has a broad foundation in China, and has been blackened in batches. pure The flower bones are very poisonous. Many salespeople will have a wrong perception that it is thick and dark. Selling skills So I learned these things with pleasure.

　　 What is the difference between the thick and black hands of the old hand and the sales skills of the master?

When I was little, I often saw craftsmen who chose to repair the pot, and walked along the family lane. Cry out Whose pot and pans leak, take them to the group to repair. The amount of charges is calculated according to the size and size of the hole.

Now that the fees were charged according to the size of the hole, the problem came, and many craftsmen began to think about it in the hole. When he got the pot, there was a small coin hole in the pan. In the twinkling of an eye, he would make you 5 cent coins, or at the beginning there was only one hole, and later discovered how another one came. This is the typical thick black philosophy.

Many old hands are typical black and dark believers. believe in "The so-called customer is the object you fight for, you beat him, you succeed." This is very different from the real master. The problem of enlargement is the problem of pain.

If consultant sales are used to fill the pot, his emphasis will not be on how to expand the hole, but how to make the customers aware of the harm brought by the hole and the benefits brought by the hole. There are two purposes for him to do this: first, let customers know that the pot is not necessary, but the two is to let customers know that this pot is the best I can do.

The difference between the old hand and the expert is that the former tries to create problems while the latter tries to reveal problems. But the problem is a fact. The fact is that if the pot is leaking, it is a fact. Since it is a fact, it can not be changed. It can neither be expanded nor reduced, let alone made.

If it is a "manufacturing" problem, sales will be difficult to continue. Will you find the thick person again next time? But "pain" is a feeling. Guiding and helping customers find things that are unaware is the first step in the success of sales. He did not "create" anything, but to help customers find something. There is no deception in it. Only in this way can you win a win-win relationship with your customers, otherwise, no business will last long.

　　 Rely on experience and learn from others, rather than see through nature.

In the case, old sales experience and experience are useful, but experience is not necessarily a fact, not necessarily a rule, so it is hard to ensure that it is useful every time.

In fact, experience is strongly dependent on the environment, the environment is changed, and experience must be corrected. Therefore, we need to learn not the experience of our predecessors, but to refine our predecessors' experience, which is independent of the environment. Otherwise, experience is a story, not worth much. For example, you see a guy who gets the favor of a customer by pulling the door for a customer leader. As a result, you follow suit, but the customer treats you as a car thief.

There are two prerequisites for making good use of experience: always knowing facts and learning to abstract essence.

The gap between people is bigger than that between human beings and animals. Each customer may have his unique cognition, which is called "concept" of customers in sales, and is also a "fact" of customers at that time. This huge difference has posed a severe test to experience.

Therefore, as a sale, the first thing to consider is to know facts and to integrate experience on the basis of facts. The most taboo is to take the experience of others hard. Chairman Mao's success in his hometown is not due to his great ideas, but because he will transform his ideas and practices with practice. Always respect the fact that this is the only way to succeed in sales, even if you have been selling for 100 years.

It is difficult to extract rules and essence, which requires a little wisdom. Many sales people like to listen to cases, but in most cases, most people only see the ingenious way, but ignore the essence behind the method. Some experience was useful at the time, besides environmental factors, it also accorded with the regularity of sales. And other experiences are purely coincidence. Even the veteran of "talking about experience" can't figure out what caused the customer's satisfaction.

The biggest advantage of sales rule is that the biggest drawback of selling experience is that you are often allowed to learn. Therefore, whether we can see through the rules behind experience is another difference between a master and an old hand.